Surviving the Drip
A close friend once told me that the biggest challenge to beginning any business or career endeavor is most often “surviving the drip.” It’s having just what you need to get by for TODAY, so you can make it to the next.
Sales
Ask. Then Shut Up.
A while back, a very close artist friend posted a question on Facebook: “Does anyone have any suggestions on how to close a sale?” Apparently, she had been experiencing some frustration with prospective buyers “dancing” around the notion buying her paintings—and not being able to get them to cross the finish line, so to speak.
To Sell Yourself, Give of Yourself
You build relationships through value. If you have not heard this expression, remember it. So how do you do this? When you make a new acquaintance, do not think about what they can do for you; rather, what can you do for them?
How Disengaged Are Your Sales Team Members?
I’m working on several projects where clients have asked me to determine if their sales team is fully engaged. There have been several recent national studies stating between 60-70 % of employees working today are not engaged in their jobs. Over 15% of these employees are no longer engaged, but…
What Can Grandfathers Teach Us About Leadership Today?
For all you who are fathers, Happy Father’s Day! What were the most important leadership lessons your father learned from your grandfather? What life lessons did your father pass on to you?
What Sales Trends are Impacting Your Business’s Sales?
Today, we do our first executive briefing on using The Wedge.We’ve chosen to do this initial briefing because many of our readers have shared that something has changed in the last year about how they sell and market their products and service. They shared several sales trends that are impacting…
A Gold Mine of Market Research…Paid For in Full
Did you know that you may very well have a gold mine of market research data available at your fingertips…and that it is already paid for?
Your Cost; Their Value: Which is Greater?
When I suggested to a client that he GIVE away some of his proprietary content to prospects, he suggested a branded pen. Which would the prospect VALUE more?
Your Value Proposition: They Give You 20 Minutes, You Give Them…?
On June 11, Market Leadership Journal will be hosting a webinar called Your Foot in the Door. The topic will be on how to get your foot in the door of prospective clients (i.e. to engage) where you otherwise do not have a connection or previous relationship. When I teach…
How Do You Build an Extraordinary Sales Career Today?
How do you take your business to the next level? What skills are critical for your business to become a market leader in today’s changing market? As a regular reader of Market Leadership Journal, you know how important we think it is for you to be able to prospect and…